Before you present you plan you definitely want to make sure the customer is ready to buy. When a customer is ready to buy they:

Will start acting as a participant rather than a spectator. Ex. Start playing with the product

Are looking at the product or service contract closely

Ask questions about delivery

Ask about payment options

Ask questions about the contract

Tell you others would love this

Start agreeing with the benefits you describe

Ask how it works

Ask if they can try it

Handling Objections

The best way to handle objections is to answer them during the sales presentation.

You will never cover every objection, but understand that if the prospect didn’t have any interest in your products they wouldn’t bother to object. They raise objections to gather more reasons to buy. If they give an objection, for why they won’t buy, respond by saying:

“So, what your telling me is if I prove I can (overcome that objection) then you’ll buy, right?”

Common Objection : “I’m going to look at your competitor’s…”

Tell them you’ll help them with that right now. Ask what company they want more information on and then present them with the data you have gathered. An easy way to get negative info on your competition is to contact the Better Business Bureau.

If they have an unbelievable offer, from a competitor, that you suspect to be a bait and switch tactic, you should contact the competitor, on the phone while the client is there, to compare apples to apples.

Make sure the offer is for real and that the offer is in your clients best interest. If it is either, match the offer or tell them to take the competing offer. The client will love you for it and refer you business in the future.

Common Objection : “I can’t afford it…”

If they say this, prove how affordable the product is:

Through payment plans

By describing the cost over a monthly, weekly, and daily basis

Based off of the money it will make or save them

Common Objection : “I need to talk to my spouse…”

You should try and avoid this by getting the decision makers there ahead of time. If your not certain that all of the decision makers are at the table, you should head off this objection in the beginning. You can do this by acknowledging they are decision makers during the meeting.

Tell them it’s refreshing to work with someone that knows what they want. State, you appear as a person that just wants a fair deal. And if they feel a deal is fair, they’ll take advantage of it. And they know it is important in life to be able to make the right decision on their own without others telling them what to do.

If the call still breaks down after this, change gears and push for a meeting with them and the spouse.

Common Objection : “I have a friend in your business…”

Ask the person respectfully. “So, your telling me you’ll do business with your friend if my offer is equal or less than your friend, obviously? “

”You’ll definitely do business with your friend if they have the better offer. “

”But I also see you as a person that is open to doing business with someone else if that offer is in your best interest, right?”

“I would think your friend would also want you to do what is best for you. ”

“If he couldn’t offer you a better deal than I offer you, he’d tell you to do business with me, right?”

Common Objection : “I’m not buying because…”

If you have a definite solution for their objection seal the deal. State, “So what your telling me is if I have a solution for your need you’ll say yes to me today, right?” Talk about the objection here. Don’t
talk vaguely.

”If I get you (this item) at this price you’ll buy today, right? “

”If I get you this feature you’ll buy today, right?”

Common Objection : “I need to think about it…”

Every day people make important big decisions in a snap. The reason most people give this objection is because they sense you don’t believe they should make a snap decision. Prospects often mimic both your excitement and your hesitation.

Most sales are lost to this objection because you hesitated when giving your close. You must be 100% behind your product through out the sales call.

Through out the call you must talk in affirmations. (“You’ll love _______”, “You’re going to ________”, “I know you’ll _________”)

If you affirm they will enjoy the product or service throughout the call and through the close, you won’t need to worry about this objection or most others.

Also start out the sales call by stating that you know their time is valuable. Also that your time is valuable as well. Tell them you want them to promise you one thing. After you have presented your solution to them, you ask only that if it works for them they say yes to the idea. If the idea doesn’t work for them, say no and you’ll be on your way. Now, ask again can you promise you’ll do this one thing for me?

That’s All Folk’s

In the next article, I’ll wrap up this Selling System on Closing Technique’s. If you follow these step’s, you should easily be able to sell 66% of the people you come in contact with.